From pilot project to real added value: experiences from eight years of venture clienting at MAHLE

This article appears in the Venture Clienting theme world powered by LBBW. As a medium-sized universal bank with its own venture clienting model, LBBW works specifically with start-ups to transfer innovative technologies into banking practice. With this theme world, it creates a space in which best practices from leading companies become visible - as orientation for SMEs, innovation managers and start-ups.

In this guest article, Dr. Selina L. Lehmann shows how venture clienting works in practice and which success factors count. She has been responsible for MAHLE's Venture Clienting program for almost three years. In this role, she not only ensures measurable added value by managing proofs of concept (PoCs), but also continuously develops the program through guidelines, templates and standards, increasingly supported by AI. Below, she shares three key learnings from MAHLE's venture clienting experience that are equally valuable for venture clienting units just starting out and for advanced units.

#1: Think big, but start small

When starting venture clienting activities, it is helpful to envision what your unit might look like in a few years. You need dedicated venture clienting managers for core areas such as development or production, 15-20 PoCs per year, a measurable business impact in the millions and a CEO who enthusiastically supports the program. This idea is important, it is the image of the future. In the beginning, however, what counts most is focus, focus on the here and now. Concentrate on solving a specific internal problem by carrying out the venture clienting project consistently and successfully from start to finish. Why is this so important? Without a tangible success story, it is difficult to gain internal advocates or even management support. Both are crucial to building the program sustainably.

So: always start small, but think big!

#2: People as a success factor

Another lunch with a colleague, another introductory meeting to explain the venture clienting program. Many conversations and continuous explanation of the project and the approach are simply part of it. Venture clienting only works through and with people and their commitment to start-ups. Sometimes it is first necessary to break down prejudices: Startups are not always immature companies with mere mock-ups. Many already have market-ready solutions with real added value. Which criteria really count for a project in the end is usually decided by the specialist department or the "pain point owner". In order to drive projects forward and find the right solutions, a change of perspective is often necessary. To do this, it is advisable to slip into different roles. Only those who really understand the challenges of internal customers can identify relevant approaches. Over time, I have had to think like an engineer, a product developer or even a production manager. That's what makes the work so exciting: the people you work with and the diversity of their tasks and topics.

So: be ready to take on the respective role!

#3: Know your resources - and don't overestimate them

If, like us at MAHLE, you have a small venture clienting team, it can happen that at some point you have more pain points than you can handle. I see that as a luxury problem. Because it means the program works. You have traction and your work is appreciated. Nevertheless, you can't tackle every issue at the same time. It is then important to set priorities and communicate openly with stakeholders which projects are feasible and which are not. Our prioritization is clear: business impact has top priority. The expected implementation time and the commitment of the internal customer also play a decisive role. Leading a small team therefore means remaining focused and selective, even if you would prefer to take on every exciting topic.

So: set clear priorities!

MAHLE's Venture Clienting Program, known as "MAHLE Piloting", has been running for almost eight years now and has already resulted in numerous successful collaborations. Further information on the program can be found here:

MAHLE New Ventures - MAHLE Group